Step 4 – Hold the hedgehog

Walking a hedgehog over to a customer, and saying “Do you want to hold the hedgehog?” did not work. Few would hold him out of curiosity, but no one wanted to take him home.

This would be like saying to a homeowner, “Do you want some UV lights / Bio Drain Product / Dimmer Switches?” without discovering the need or want. It just doesn’t work. So, be sure to cover steps 1 through 3.

Once those steps were done, then I would move to building value through contact.

I would lead with a question like, “Would you like to see one of the cutest animals we have?” That question got a “Yes” 100% of the time.

“Ok! Well, he is over here. You are going to love him. Do me a favor, close your eyes and hold out your hands.” At this point I would get 2 reactions:

Giggles and excitement, or

“Are you going to put something gross in my hands?”

To that I would say, “No! This guy is super cute. He is very nice, and he has four legs. You will love him, ok?”

Then, I would led the client to the hedgehog cage, and say the following:

“Hold out your hands. OK. Now, he has tiny little feet. It will tickle. He may lick your hands, but he won’t bite. He is a little guy, so don’t drop him.”

After that, I would put the hedgehog in her hands. She would giggle, then open her eyes and say, “Oh!!!!! He’s so cute!!! What is he?”

It didn’t take very long for the client to go from “What is he?” to “How much is he?” to “When can I take him home?”

Applying this in the Field

You as a service tech have several “hedgehogs” in your business. These great services and products are often ignored because of their lack of appeal, or “cuteness.” Yet, if the homeowner was taken through the process, she may very well fall in love with what you have to offer.

Question:How do you sell the “hedgehogs” of your trade?Please comment and share on Facebook and LinkedIn.